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©Accenture2002April,2002EuropeanTelematicsSurveyAutomotiveOEMsataCrossroad?2©2002EuropeanTelematicsSurveyAgenda◼Telematics

statusquo◼ResultsofEuropeanTelematicsSurvey◼Analysisofmajorchallengesintelematics3©2002EuropeanTelematicsSurveyTechnologydrivesTelematics

WirelessLocalAreaNetworks(e.g.Bluetooth,802.11b,RFID)WirelessInternetTechnology(e.g.UMTS,GPRS)PowerfulU

serinterfaces(e.g.voice,XML,multidevice,miniaturization)Elementsofourenvironmentarebecomingincreasingly…▪C

onnected▪Interactive▪IntelligentMobileComputingPlatforms(e.g.WinCEforAuto,LINUX,QNX)4©2002EuropeanTelematicsSurveyTelematicsas

BusinessOpportunityOEMsconsidertelematicsasachancefornewstreamsofrevenues▪NewEntrantsinValueChain▪AggressivePushtoInnovationCompetitors▪Decrea

singCustomerLoyalty▪IncreasingMarketTransparencyCustomers▪MarketSaturation▪DecreasingProductMargins▪DifficultBrandDifferentiationMarket▪Liber

alizationofDistributionChannelsChangingLegalContext5©2002EuropeanTelematicsSurvey▪SubscriptionFees▪mCommerce▪Insurancepermile▪…▪QualityI

mprovement▪CustomerLoyalty▪Vehicle▪Parts▪Services▪…▪HardwareSales▪CostReduction▪ProcessAlignment▪WorkingCapitalReduction▪…TelematicsBenefitsCoreBu

sinessNewBusinessIndirectEffectsDirectEffectsTelematicsBenefitsforOEMs6©2002EuropeanTelematicsSurvey▪Togetuptospeedquickly,OEMshavebeenrushingtoinve

stheavilyintelematics1▪However,customershavedemonstratedonlymoderatedemandandwillingnesstopayfordevicesa

ndservices2▪Asaconsequence,today’s$1-5Bmarketvolumeis2-10foldlowerthannumberspredictedin20003andfore

castsarecontinuouslyscaleddownfurther4▪Dealingwithenormoussunkcostsandlackingprofitability,OEMsareconcernedthat

duetocompetitivepressuretelematicsofferingsmaybecomeanother„cost-of-doing-business“(suchasairbags)Facinganincreasingly

uncertainmarket,OEMsarecurrentlyreassessingtheirtelematicsstrategiesPayBack?1GMOnStar:$1.2B,FordWingCast$200-250M3comparedtoUBSWa

rburgestimatesin20002DuckerInc.,TelematicsSurvey20024McKinseyQuarterly,“Aroadmapfortelematics”,04/20027©2002EuropeanTelema

ticsSurveyKeyMessagesTelematicsStudy(1/2)TelematicsisofincreasingimportanceTelematicsisacompetitivenece

ssityTelematicswillprimarilybeusedtoenhancethecorebusiness(CRM,Hwsales,branddifferentiation,costreduction)N

ewstreamsofrevenuearebecomingmoreimportant(servicerevenue,mCommerce,usagebasedbusiness)Vehicle-relatedservicesarethemainfocus,butnon-vehicler

elatedservicesarebecomingmoreimportant8©2002EuropeanTelematicsSurveyKeyMessagesTelematicsStudy(2/2)OEMs

dominatethetelematicsmarketby…▪Controlofbusinessarchitectureandalliancepartners▪ControltechnologythroughtheusageofproprietaryinfrastructureP

remiumcustomerwillremainthemostimportantcustomersegmentAftermarketprovidersdon’tposeasignificantthreatTheriskofliabilitycharges

willbesignificantTrafficsafety/dataprotectionlegislationwillimpacttelematicsrevenues9©2002EuropeanTelematicsSurveyOEMSystemsIntegration(CRM,RD

,M&S,Productionetc.)RemoteDiagnosticsEmergency&RoadSideServicesLocation-BasedServicesIntegrationwithHomeandOfficeUsage-BasedServices(

e.g.insurancebythemile)AutomaticMobilePaymentsInfotainmentContentMobileClientsIntegrationOEMs´VisionFleetSystemsIntegrationCustomerfacingcapabi

litiesNon-customerfacingcapabilitiesRemoteFunctionControlDynamicNavigationVehicleMonitoringFleetManagementDea

lerSystemsIntegrationDriverMonitoring10©2002EuropeanTelematicsSurveyCustomerKnowledgemainChallenge5,335,175,175,174,834,834,1743,

833,17123456VeryHighImportanceVeryLowImportance-MainChallengesPerceivedbyOEMs-StrategicChallenges11©2002EuropeanTelematicsSurveyMismatchofOEMs

’FocusPotentialbenefitsasseenbyOEMsToday'sOEMfocus▪Strategy,nottechnologyshoulddrivetelematics▪Balancec

ustomerfacingtonon-customerfacingcapabilitiesaccordingtoprojectedROIs▪Focuseffortsaccordingtomostattractivec

apabilities(I.e.“pull”capabilities)12©2002EuropeanTelematicsSurveyPotentialbenefitsasseenbyOEMsToday'sOEM

focusOpenPlatforms▪Focusonvehiclerelatedservices(safety/security,vehiclemonitoring)▪Provideopenarchitecturewithinterfacestopersonal,non-proprietary

mobiledevices▪Avoidcustomerlock-in:leverageotherservicesprovidersbyallowingcustomer’schoice